Course Name: Management of Field Sales

Course abstract

This is a post graduate level course on Sales Management. The objective of the course is to familiarize the participants with methods for identifying opportunities and how to convert the opportunities into relationship based sales. Participants will be provided with practical illustrations of theoretical concepts. After attending the course participants will be familiar with various techniques, processes and models for developing personal selling competency as well as the strategies for managing the field sales teams.


Course Instructor

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Prof. Jayanta Chatterjee

Prof. Jayanta Chatterjeeis is an Adjunct Senior Professor of Marketing, Sales and Strategy in the Department of Industrial and Management Engineering at IIT Kanpur. An Electrical Engineering graduate from Jadavpur University, M.Tech and PhD from IIT Delhi,(.) Prof. Chatterjee has eighteen years of Management teaching experience in India and abroad and 30 years of hands on management experience in different countries. He has risen through Sales, Marketing, Project Management, Technology and Business development functions in top multinationals like Siemens, Allen Bradley, and Rockwell International to CEO and Executive Director positions. He has founded two successful start-ups and mentored many. His earlier courses on Marketing Management I and II, Strategic marketing and Managing Services on NPTEL are well subscribed. The book on Services marketing co-authored by Prof Chatterjee and published by Pearson India is also well known.
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 Course Duration : Jan-Feb 2022

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 Enrollment : 14-Nov-2021 to 31-Jan-2022

 Exam registration : 13-Dec-2021 to 18-Feb-2022

 Exam Date : 27-Mar-2022

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Gold

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Silver

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Elite

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Enrollment Statistics

Total Enrollment: 1617

Assignment Statistics




Score Distribution Graph - Legend

Assignment Score: Distribution of average scores garnered by students per assignment.
Exam Score : Distribution of the final exam score of students.
Final Score : Distribution of the combined score of assignments and final exam, based on the score logic.